Md Dalouear Hossain (Soikat)
Senior Manager -Technical Sales
InterCloud Limited
Md Dalouear Hossain is an accomplished professional serving as the Senior Manager of Technical Sales at InterCloud Limited. With a wealth of experience and expertise in the field, he plays a pivotal role in driving technical sales strategies and initiatives for the company. His dedication to innovation and his ability to bridge the gap between technology and business needs make him a valuable asset in the ever-evolving landscape of cloud solutions and technical services. His commitment to delivering cutting-edge solutions and fostering strong client relationships defines his role as a key leader within InterCloud Limited.
Let’s learn about his journey.
The InCAP: Mr. Md Dalouear Hossain, please share your professional and academic peregrination for our readers!
Mr. Md Dalouear Hossain: I have been working with InterCloud Limited, a concern of Novo Group, since 2006 in the capacity of Senior Manager and Technical Sales Lead. InterCloud is part of a conglomerate of telecommunications companies under various brand names, including Brilliant, NovoTel, NovoCom, NovoNIX, Bangla ICX, and NovoAir. We hold licenses across multiple telecommunications layers in Bangladesh, allowing Brilliant to offer comprehensive IT solutions. Our services include: Dedicated Business Internet, Internet Telephony Service, International Private Leased Circuit (IPLC), Global/Domestic MPLS, Domestic Data Connectivity, Cloud Services, IP Transit, Global Ethernet Service, Infrastructure as a Service (IAAS), Backup as a Service (BAAS), Storage as a Service (STAAS), S3 (Object Storage), Load Balancer as a Service (LBaaS), Mail as a Service (MAAS)
Before my tenure at InterCloud, I worked with Aamra Networks Limited and ADN Telecom Limited from 2009 to 2016. In total, I possess 16 years of professional experience, primarily focusing on pre-sales, sales, business development, and relationship management. Throughout my career, I’ve undergone professional training from reputable organizations.
Academic Background:
I embarked on my career journey in 2006 as a corporate sales executive after graduating with a Bachelor of Commerce (Hons.) and a Master’s degree in business from Dhaka City College, Dhaka, affiliated with the National University of Bangladesh. Additionally, I have completed several certificate courses:
- Customer Relation Management for Marketing Success in 2011 from Bangladesh Institute of Management (BIM), Dhaka.
- Marketing is Everything in 2010 from DCCI Business Institute (DBI), Dhaka.
- Effective Marketing Plans to Build Sustainable Brand and Business in 2011 from Trinity Communications Ltd, Dhaka.
- Digital Ad Certificate by Aleph Digital Marketing (Self-paced) in 2023.
This combination of academic and professional experiences has equipped me with a diverse skill set and a strong foundation in the telecommunications and marketing fields.
Can you please describe your experience in technical sales and how it has evolved over the years?
My journey in technical sales has been dynamic and enriching. I embarked on this path with a non-technical background, which presented its own set of challenges and opportunities. At the outset, I had to immerse myself in the technical aspects of the products and solutions I was tasked with selling.
Over the years, my role in technical sales has evolved significantly. Initially, my primary focus was on grasping the technical intricacies of the products and services. This involved delving into the technical specifications, understanding the architecture, and being able to address technical questions and concerns from potential clients.
However, as I progressed in my career, I realized that technical sales are not just about the technology itself, but about bridging the gap between technology and end-users. I began to shift my focus towards a more client-centric approach. This transformation was driven by the realization that clients often needed assistance in translating technical jargon into tangible benefits for their business.
In essence, I evolved into a professional who could effectively communicate the value of technical offerings to a broader audience. This required simplifying complex technical concepts, highlighting the practical benefits, and demonstrating how these solutions could address specific business challenges and goals.
One key aspect of this evolution was the emphasis on building lasting relationships with clients. I recognized that technical sales are not just about making a one-time sale but about nurturing long-term partnerships. By understanding the unique needs of each client, providing exceptional support, and being responsive to their evolving requirements, I was able to establish trust and credibility.
In summary, my journey in technical sales has shown me that individuals with non-technical backgrounds can excel in this field by prioritizing effective communication, relationship-building, and a deep understanding of how technical solutions can positively impact businesses. This evolution has allowed me to bridge the divide between technology and the end-users, ultimately leading to successful outcomes and satisfied clients.
What strategies have you implemented to successfully meet or exceed sales targets in your current role?
Certainly, here’s an organized description of the strategies I have implemented to successfully meet or exceed sales targets in my current role:
1. Empowering and Training the Sales Team:
Empowerment: One of the primary strategies I’ve employed is to empower and train our sales team effectively. A well-prepared and motivated team is crucial for achieving and surpassing sales targets.
Training: We provide comprehensive training programs to ensure that our sales professionals have the knowledge and tools they need for success. This includes product knowledge, sales techniques, and customer relationship management.
2. Leveraging Data-Driven Insights:
Data Utilization: Data-driven insights are at the heart of our sales strategy. We collect and analyze data to make informed decisions, identify market trends, and fine-tune our approach.
Market Intelligence: By staying on top of market intelligence, we can adjust our sales strategies in real-time, ensuring that we are always aligned with market demands.
3. Client-Centric Approach:
Active Listening: Maintaining a client-centric focus is paramount. We actively listen to our clients to understand their pain points, challenges, and objectives.
Customized Solutions: We customize our solutions to address the unique needs of each client. Tailoring our offerings ensures that we deliver maximum value to our customers.
4. Strategic Partnerships and Alliances:
Partnership Expansion: Building strategic partnerships and alliances has been a key element of our success. These partnerships not only expand our reach but also enrich our product offerings.
Collaborative Growth: Collaborating with other industry players allows us to tap into new markets and customer segments, further enhancing our sales potential.
5. Continuous Process Optimization:
Efficiency: We continuously optimize our sales processes to improve efficiency and effectiveness. This includes streamlining workflows, automating routine tasks, and minimizing bottlenecks.
Performance Tracking: We have robust performance tracking mechanisms in place to monitor the progress of our sales efforts. Regular assessments help us identify areas for improvement.
6. Exploring New Market Opportunities:
Market Expansion: To stay ahead, we explore new market opportunities. This could involve entering new geographic regions, targeting emerging industries, or introducing innovative products and services.
In summary, our success in meeting and exceeding sales targets is the result of a comprehensive approach that combines team empowerment, data-driven decision-making, client-centricity, strategic partnerships, process optimization, and a commitment to exploring new market opportunities. These strategies collectively ensure that we are not only meeting our sales targets but consistently surpassing them.
Mr. Dalouear, How do you assess the needs of potential clients and tailor your sales approach to address those needs effectively?
Assessing the needs of potential clients and tailoring a sales approach to effectively address those needs is at the core of my strategy. It all starts with active listening and gaining a deep understanding of the potential client’s industry, challenges, and objectives. I employ probing questions to unearth pain points and specific goals. Armed with this knowledge, I customize my approach, presenting solutions that directly target their unique needs. Importantly, I emphasize how our offerings can provide solutions and drive tangible business growth. Throughout the entire process, I maintain open and prompt communication to ensure that the potential client’s concerns and questions are addressed promptly. Post-sale, I continue to prioritize their satisfaction by providing exceptional support to meet their ongoing needs. This client-centric approach not only builds trust but also fosters long-lasting and successful partnerships, which are key to our continued success.
Can you please provide an example of a challenging technical sales situation you’ve encountered and how you resolved it?
Certainly, here’s an example of a challenging technical sales situation I encountered and how I resolved it:
In a particularly challenging technical sales situation, we were dealing with a client whose needs were highly specialized and unique. Our standard product offerings, while robust, couldn’t fully align with the specific requirements they had. Instead of taking a one-size-fits-all approach, I recognized the importance of addressing their precise needs.
To tackle this challenge, I initiated close collaboration with our product development team. Together, we conducted in-depth discussions with the client to gain a comprehensive understanding of their requirements. This process involved multiple meetings and rounds of feedback to ensure that we left no stone unturned.
As a result of our collaborative efforts, we were able to tailor our existing product to meet the client’s unique specifications. This required adjustments to the product’s features and functionalities and even some additional development work.
The key to our success in this situation was effective communication, both internally and with the client. We kept the client informed about our progress every step of the way, ensuring they felt actively involved in the solution’s development.
Ultimately, not only did we resolve the technical challenge at hand, but we also managed to exceed the client’s expectations. They were highly satisfied with the customized solution we provided, and it led to a strengthened client relationship. This experience reinforced the importance of adaptability, teamwork, and the willingness to go the extra mile to meet unique client demands in the world of technical sales.
In your opinion, what are the key qualities that make a great technical salesperson, and how do you embody these qualities?
Indeed, becoming a great technical salesperson involves embodying a range of essential qualities. Here are the key qualities that I believe make a great technical salesperson, and how I personally embody these qualities:
1. Value Proposition: A great technical salesperson understands the unique value their products or services bring to the client. I emphasize the value of our offerings by highlighting how they solve specific client problems or enhance their operations.
2. Solution Sales: Instead of pushing individual products, I focus on selling complete solutions tailored to the client’s needs. This approach ensures that the client receives a holistic and effective solution.
3. Prospecting and Lead Generation: I am proactive in prospecting and lead generation, constantly seeking new opportunities and potential clients to expand our reach.
4. Customer Relationship Management (CRM): Building and maintaining strong client relationships is a priority. I use CRM tools and strategies to nurture these relationships, ensuring clients feel valued and supported.
5. Product Knowledge: In-depth product knowledge is crucial. I continuously update and deepen my understanding of our products to effectively communicate their features and benefits.
6. Effective Communication: Effective communication is paramount. I am skilled in translating technical jargon into understandable language, ensuring clients grasp the value of our solutions.
7. Targeted Marketing Campaigns: I collaborate with marketing teams to create targeted campaigns that resonate with potential clients and address their pain points.
8. Sales Training and Development: I actively engage in ongoing sales training and development to stay current with industry trends and best practices.
9. Setting Realistic Goals: I set realistic and achievable sales goals, providing a clear direction for my efforts and ensuring my team remains motivated.
10. Data Analytics and Reporting: Data-driven decision-making is integral. I leverage data analytics to track progress and make informed adjustments to our strategies.
11. Customer Feedback and Improvement: I actively seek and act on customer feedback, using it to drive product and service improvements.
12. Team Collaboration: Collaboration with cross-functional teams is vital for success. I work closely with colleagues to ensure a cohesive and effective approach.
13. Project Work: I often engage in project work in Government, MNCs, Banks & big Groups. Taking on complex challenges and providing innovative solutions that meet client objectives.
14. Key Account Management (KAM): Ideal technical sales personnel have to sharp focus on key account management, building a Framework, Account Segmentation, tracking, monitoring, recalibrating and communicating with internal and external stakeholders.
Above all, I prioritize the success and satisfaction of our clients, emphasizing the development of long-term relationships over short-term gains. These qualities, combined with a genuine passion for technology, enable me to excel in technical sales and build trust with clients.
Mr. Md Dalouear Hossain, please say something to the readers!
To the readers, I want to emphasize the power of continuous learning and adaptation. In the dynamic world of technical sales, staying curious and open to new ideas and technologies is essential. Remember, challenges are opportunities in disguise, and the key to success lies in your ability to embrace them with enthusiasm and resilience. Building genuine relationships and always putting the client’s needs first will not only lead to professional success but also personal fulfillment. So, keep exploring, keep growing, and keep striving for excellence in all that you do. Thank you for your time and attention! To the readers, I’d like to emphasize the significance of continuous learning and building genuine client relationships in technical sales. In this ever-evolving landscape, it’s not just about selling products but also about being a trusted partner in your clients’ success journeys. Thank you for your interest in my experiences and insights.
Quick Chat With Md Dalouear Hossain
The most outstanding achievement of your life as of now:
Best Salesperson of the Year 2018-2020.
The greatest philosopher in your view:
Prophet Muhammad (SAW).
Your Icon:
My Father and Grandfather.
Name the most influential books you have read:
The Holy Quran.
Your greatest fear:
Age is decreasing day by day.
Best piece of advice you’ve received:
Never lose hope if you fail and keep on trying again and again by the name of all Mighty Allah, success will come one day.
You in only three words:
Be Patience, Be Confident & Be Honest.
Skill Set
- Hard Skills: Sound Computer Knowledge, AI, Cloud Computing, Presentation & Public Speaking, Marketing, Communication and Negotiation.
- Soft Skills: Think Out of the Box, Always Positive Attitude, Leadership, Forward Thinker, Time Management, Problem Solving, Adaptability, Quick learner, Gesture and Posture.
Prayer For The Human Civilization:
May Allah guide humanity towards the right path and bless us to overcome the differences among us. Being Muslims, we have to prove it using the Sunnah of Muhammad’s “SAW.
The InCAP: Thank you, Mr. Md Dalouear Hossain! It’s a glittering conversation with you!
Mr. Md Dalouear Hossain: My pleasure! Wish you all the best! Thank you.
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